販促用品・技術の利用

Over 200 pages of analysis based on a 37-question survey taken by 1,069
scientists. Train your sales team with this invaluable primary market
research.

In Life Science Sales Reps: A Guide to Best Practices in 2012, we
explore the role of life science supplier sales reps and identify ways that
sales teams can have a positive impact on scientists' relationships with
supplier companies. We surveyed over 1,000 scientists around the world to find
out how much (or little) they rely on their sales reps when purchasing
specific instruments and consumables. Are scientists depending on their sales
reps for product information more or less than they did five years ago? Are
they using mobile devices to browse catalogs? How can a sales rep be most
useful when a lab is considering buying (or switching to) a new product? What
purchasing channels are laboratories using, and which ones do they prefer? The
answers to these questions and more are detailed in this study so that
suppliers can adjust their practices to align with the way labs prefer to do
business.

Going beyond strategy, this report also serves as a tactical guide for
individual sales reps. Extensive product lines and evolving technologies
demand that sales reps invest significant amounts of time staying abreast of
what's new. By finding out how labs want (and don't want) to be served, reps
can allocate their most valuable resource - time - more efficiently and
provide optimal service as defined by the scientists themselves. In Life
Science Sales Reps: A Guide to Best Practices in 2012, scientists weigh in
on acceptable response times for questions and concerns, preferences for types
of outreach (i.e., email, text, video chat, telephone or face-to-face) and
services that are considered value-added (e.g., forwarding lab requests to
R&D, apprising labs of green options, inviting scientists to participate in
focus groups). Additionally, scientists indicate whether or not they would be
willing to follow supplier reps on twitter or read supplier reps' blogs, and
if so, what type of content would entice them to do so.

This study also explores ways that sales reps can alienate their customers by
contacting the lab too much (or too little), not understanding the products
well and lacking of familiarity with the lab's area of research, to name a few
of the issues.

We also benchmark satisfaction with lab suppliers on multiple attributes to
highlight the companies that are getting it right and the ones that could
stand to improve.

Designed for CEOs, presidents, general managers, vice presidents of sales,
sales directors, sales managers and sales reps alike, Life Science Sales
Reps: A Guide to Best Practices in 2012 can be used by any stakeholder to
inform sales strategies and tactical plans that will help to achieve - and
exceed - sales goals.

Table of Contents

Demographics

Role in the selection of consumable products used in lab

Role in the selection of instrumentation used in lab

Number of years experience

How Scientists Learn About Consumables

Top ways respondents learn about new consumable products

Frequency of consulting with a sales rep before making purchasing decision
for: